HOW TO WIN FRIENDS AND  INFLUENCE PEOPLE       BY: DALE CARNEGIE   PRESENTED BY: NITIN KADAM                 SUNIL AWHAD  ...
Overview of PresentationBackground InformationOverview of how to win……Parts I-IV of the bookUse in negotiation.Dale C...
Background Information November 24, 1888 - November 1, 1955 Born poor then became a teacher Moved to sales Wrote How t...
Overview of How to Win… First modern self-help book NYT best seller list 15 million copies It provides advice on:     ...
Part I: Fundamental                         Techniques “If you want to gather honey don’t kick over  the beehive.”  -Effe...
Part II: 6 Ways Become genuinely interested in other  people.  -people are interested in themselves.  -listen  -remember ...
Part II: 6 Ways Be a good listener  -different from active listening  -ask more questions  -listen to complaints to ease ...
Part III: How to win people to                your way of thinking The only way to get the best of an argument is to  avo...
Part III: How to win people to                 your way of thinking Let the other person do a great deal of talking, its ...
Part III: How to win people to                your way of thinking Dramatize your ideas. Throw down a challenge. Every s...
Part IV: How to change people Begin with praise and honest appreciation. Call attention to peoples mistakes indirectly....
Use in Negotiation Carnegie, The only way to get the best of an  argument is to avoid it  1. Welcome disagreements: Separ...
D. Carnegie Courses Typically have 10-30 participants in a 12 wk.  course. Instructors are graduates of the program who ...
Questions?
Upcoming SlideShare
Loading in …5
×

Dale carnegie

840 views

Published on

MBA Book Review

Published in: Education
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
840
On SlideShare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
35
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Dale carnegie

  1. 1. HOW TO WIN FRIENDS AND INFLUENCE PEOPLE BY: DALE CARNEGIE PRESENTED BY: NITIN KADAM SUNIL AWHAD SANKET JAGARE
  2. 2. Overview of PresentationBackground InformationOverview of how to win……Parts I-IV of the bookUse in negotiation.Dale Carnegie Courses
  3. 3. Background Information November 24, 1888 - November 1, 1955 Born poor then became a teacher Moved to sales Wrote How to Win…& 6 more Began D.C. courses Died of Hodgkin’s Disease
  4. 4. Overview of How to Win… First modern self-help book NYT best seller list 15 million copies It provides advice on: -dealing with others -gaining influence -becoming successful -motivating othersSeeing relationships as ends themselves instead of a means to an end! Requires sincerity
  5. 5. Part I: Fundamental Techniques “If you want to gather honey don’t kick over the beehive.” -Effects of criticism - Instead try positive reinforcement Give others honest & sincere appreciation -Feeling of Importance Arouse in others an eager want -People are interested in their own wants
  6. 6. Part II: 6 Ways Become genuinely interested in other people. -people are interested in themselves. -listen -remember key facts Smile -enthusiasm when greeting Remember names -favorite word -use with a few personal details
  7. 7. Part II: 6 Ways Be a good listener -different from active listening -ask more questions -listen to complaints to ease tensions Talk in terms of the other person’s interests. -find out about their interests -ask ?s about their interests Make the other person feel important & appreciated -recognize tangible contributions -avoid flattery
  8. 8. Part III: How to win people to your way of thinking The only way to get the best of an argument is to avoid it. Show respect for the other persons opinions. Never say "youre wrong." Dont argue, instead use diplomacy. If you are wrong, admit it quickly and emphatically. Remember the old proverb, "by fighting you never get enough, but by yielding, you get more than you expected." Begin in a friendly way. Remember what Lincoln said: A drop of honey catches more flies than a gallon of gall." Get the other person saying “ yes,yes" immediately.
  9. 9. Part III: How to win people to your way of thinking Let the other person do a great deal of talking, its safety valve in handling complaints. Let the other person feel that the idea is his or hers, its good to get co-operation. Try honestly to see things from the other persons point of view. Be sympathetic with the other persons ideas and desires. Appeal to their nobler motives. Make people feel that you consider them honest, upright and fair.
  10. 10. Part III: How to win people to your way of thinking Dramatize your ideas. Throw down a challenge. Every successful person wants a chance of self expression, the chance to prove ones worth.
  11. 11. Part IV: How to change people Begin with praise and honest appreciation. Call attention to peoples mistakes indirectly. Talk about your own mistakes, before criticizing the other person. Ask questions, instead of giving direct orders. Let the other person save face. Praise the slightest improvement and praise every improvement. Be "hearty in your approbation ;and lavish in your praise." Give the other person a fine reputation to live up to. Use encouragement. Make the fault seem easy to correct.
  12. 12. Use in Negotiation Carnegie, The only way to get the best of an argument is to avoid it 1. Welcome disagreements: Separate people from the problem 2. Stay calm: first recognize emotions,theirs and yours 3. Listen first: Listen actively 4. Identify areas of agreement: look for areas of mutual gain. 5. Admit your errors so they can do the same: Try to avoid a contest of will. 6. If no resolution, delay action, think more: one problem is premature judgment.
  13. 13. D. Carnegie Courses Typically have 10-30 participants in a 12 wk. course. Instructors are graduates of the program who have worked in management positions. Half of each class is devoted to students making presentations from personal experience. The other half is made up of lectures and small group work. Public speaking, memory techniques, importance of learning names, and conversational techniques are learned.
  14. 14. Questions?

×